60% of all sales calls are scrap and waste; they don’t advance the customer’s buying process.
Why? Because coaching is not due on Friday at 5 o’clock. Forecasts are, but coaching is not.
The Level 5 Coaching System builds a common language for defining a quality sales call and provides a repeatable, measurable process to master call planning and execution skills.
This 180-day initiative trains frontline sales leaders to build coaching plans to maximize the ROI from the time they invest in coaching their teams.
The Level 5 Selling Model
The Level Five Selling model is based on research conducted with customers and frontline sales managers who are the best judge of a quality call. Based on their input we designed a process for your sales force to define what a quality call looks like in your world as a benchmark for measuring call success.
How do we get there?
Double the number of Level Five Calls in the next 180 days to increase the number of reps who meet or exceed quota
Meet with senior sales leadership stakeholders and decide your goals, and what to measure/evaluate during the 180 days.
Sales leadership teams participate in a two-day planning workshop to provide tools, resources, and skills that enable them to execute the initiative.
Execute the plans, track and monitor the progress in 30-day check-ins and two debriefs.
Level Five Case Studies
There’s an old adage: Customers don’t care about your solution, they care about the problems you solve. Every Level Five Selling performance solution is developed uniquely for each client.
Superior Skilled Trades (SST)
Sales Challenge
SST is a national skilled trades staffing provider operating in a highly competitive environment needing solutions that tap into their unique expertise.
Mallinckrodt
Sales Challenge
Buying patterns in their two main markets were impacted differently by COVID. One was enhanced and the other was almost destroyed.
Builders FirstSource
Sales Challenge
Buyers in their market have undergone significant changes in how they buy. When buyers change how they buy, sellers need to change how they sell.
Why waste valuable field time, travel, food, and lodging costs hosting traditional classroom training programs for sales representatives that historically don’t work…and never will.
“If you have $1000 dollars to spend on training your sales team, spend $900 of it on the frontline sales leaders.”
Neil Rackham, SPIN Selling
Level Five Selling
The Anatomy of a Quality Sales Call Revealed
If you’re suffering with lagging indicator forecasts that are bloated with "do nothing" opportunities from "happy ears" sales people who make Level 1, 2 and 3 calls, you know why you are missing forecast, and overinvesting golden selling hours in opportunities that are continually delayed and then never close.
Put the focus of your frontline sales leaders on coaching.
If you apply a simple rule of six sigma to your sales culture that the single most important metric you can track is a quality sales call, AND you make your sales leaders accountable and responsible for developing a team of Level Five sales people, you will have happier more loyal customers, improve your win rates, improve your forecast accuracy, and reduce costly time consuming turnover.
Level Five Coaching System
How Sales Leaders are Developing Preeminent Sales Teams
If you’re tired of "flavor of the year" sales training programs that never deliver more than a momentary glow from the sales team then here's a way to avoid the Sales Training Parade and put the focus of your frontline sales leaders on coaching your sales team to new levels of growth and productivity.
Here are the specific takeaways from our most recent client experiences: 1: Skill development cannot be an event; it must be a process. 2: Coaching is not a nice-to-do; it is a must-do if any skill-development effort is to be sustained over time. 3: Failure to leverage recent advances in learning technologies is a grievous mistake.